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Commercial Operations and Performance Management Leader with 12+ years of experience driving enterprise sales analytics, predictive forecasting, and sales force effectiveness (SFE) across matrixed multinational organizations. Proven track record of architecting scalable business intelligence platforms (Qlik Sense, GCP), pioneering generative AI automation tools, and establishing rigorous weekly, monthly, and quarterly performance governance cadences. Adept at bridging commercial strategy and data analytics by translating complex datasets into actionable insights, deploying key account management (KAM) frameworks, and optimizing strategic account coverage to accelerate revenue growth. ━━━━━━━━━━━━━━━━━━━━━━━━━━━━ CORE COMPETENCIES & TECHNICAL SKILLS ▸ Commercial Insights & Analytics: Predictive Forecasting & Variance Modeling | Commercial Performance Dashboards | Market & Competitor Intelligence | Customer Insights & CSAT Analytics (Qualtrics) | Anomaly Detection & Data Auditing ▸ Sales Force Effectiveness (SFE): Strategic Account Management (SAMA Framework) | Account Segmentation & Customer Journey Mapping | CRM Relationship Mapping & Stakeholder Engagement | Sales Process Audits (Gemba Walks) | KPI Governance Frameworks ▸ Sales Operations, Enablement & Digital Transformation: Commercial Playbooks & Training Enablement | GenAI Workflow Automation (Gemini / ChatGPT) | Cross-Functional Matrix Leadership | Commercial Operating Model Redesign | Change Management ▸ Technologies & Platforms: Qlik Sense (Enterprise & Cloud) | Salesforce CRM | Google Cloud Platform (GCP) │ Generative AI (Gemini, ChatGPT) | Qualtrics | LSEG Workspace | Google Workspace | MS Office Suite ━━━━━━━━━━━━━━━━━━━━━━━━━━━━
▸COMMERCIAL FORECASTING ARCHITECTURE & GOVERNANCE: Directed the global design and cross-divisional rollout of a standardized sales forecasting model, establishing unified governance for pipeline management, predictive analytics, and rolling forecasts across multiple business units. ▸ADVANCED BI & DATA ANALYTICS: Overhauled enterprise Qlik Sense BI architecture, engineering dynamic dashboards that automated variance explanations (what happened, why it happened, and corrective actions required) across market areas, product categories, and commercial KPIs. ▸CLOUD ARCHITECTURE & DATA MIGRATION: Executed CRM data cleansing initiatives and directed application migrations from Qlik Sense Enterprise to Qlik Cloud, modernizing reporting infrastructure, reinforcing data integrity, and scaling cloud BI capabilities. ▸GENERATIVE AI CONTRACT AUTOMATION: Developed a Critical Contract Term Checklist AI Agent using a Google Gemini workflow; proved enterprise LLM feasibility for scalable commercial contract reviews and secured a €30K budget for MVP development with external partners. ▸AI REVENUE GOVERNANCE & DATA AUDIT: Engineered and deployed an automated anomaly detection AI tool to audit commercial inputs, eliminating reporting discrepancies and delivering proactive corrections to maximize forecast precision. ▸COMMERCIAL OPERATIONS & PROCESS ENGINEERING: Lead sales operations and operational excellence across core business segments, establishing scalable operating frameworks, eliminating process bottlenecks, and empowering front-line teams to execute strategic priorities. ▸TECHNOLOGY ENABLEMENT & CRM ADOPTION: Served as Lead Platform Champion for Salesforce CRM and commercial BI ecosystems, driving digital tool adoption across sales teams and aligning commercial workflows with executive reporting cadences.
▸STRATEGIC ACCOUNT MANAGEMENT (SAM): Executed SAMA’s 7-step strategic account management framework to elevate global KAM program performance; authored modular training materials to standardize account management practices and accelerate team onboarding. ▸CUSTOMER SCORECARDS & MARITIME INTELLIGENCE: Automated customer scorecard reporting in Qlik Sense and developed the Drewry maritime market database, delivering advanced predictive intelligence to support data-driven account negotiations. ▸REVENUE GROWTH & STRATEGIC EXECUTION: Directed a structured KAM governance and performance program, achieving €21.9M in growth and completing 37 strategic initiatives, surpassing the €18M target through rigorous execution. ▸CRM RELATIONSHIP MAPPING INTEGRATION: Managed the procurement and technical integration of a specialized relationship mapping tool into Salesforce CRM, streamlining executive stakeholder management and commercial efficiency. ▸EMBEDDED BI & DATA DEMOCRATIZATION: Championed the deployment of Qlik Sense embedded analytics across core business workflows, simplifying data access and establishing a self-service, data-driven decision-making culture. ▸PREDICTIVE KEY ACCOUNT FORECASTING: Architected advanced forecasting algorithms in Qlik Sense, enabling predictive variance modeling and forward-looking strategic planning for tier-one accounts. ▸COMMERCIAL MARKET INTELLIGENCE: Conducted deep-dive market and competitive intelligence analyses, synthesizing findings into executive sales reports that sharpened business focus and enhanced forecast precision. ▸GENERATIVE AI PRODUCTIVITY ADOPTION: Pioneered the enterprise adoption of Google Gemini and ChatGPT for commercial operations, streamlining documentation, team communication, and administrative workflows. ──────
▸SERVICE CONCEPT INNOVATION: Formulated the container handling equipment industry's first outcome-based service contract concept, pioneering performance-guaranteed agreements to secure long-term recurring revenue. ▸STRATEGIC ACCOUNT OPERATIONS: Led back-office operations and operational governance for the global strategic account management program, expanding strategic customer partnerships and increasing Kalmar's share of total wallet. ▸KAM FRAMEWORK & OPERATING MODEL: Conceptualized and established a new key account management (KAM) operating model, tailoring dedicated sales processes and strategic account plans for tier-1 global terminal operators. ▸MARKET & COMPETITIVE INTELLIGENCE: Conducted comprehensive market intelligence and competitive landscape evaluations, delivering high-impact strategic growth options to the executive team. ▸PROCESS GOVERNANCE & FORECAST ACCURACY: Collaborated with sales leadership to inspect sales stage rigor and pipeline data quality, resulting in improved forecasting accuracy and pipeline reliability. ▸CRM & BI IMPLEMENTATION: Implemented Salesforce CRM enhancements and advanced BI capabilities, overhauling pipeline management, sales operations, and strategic account visibility. ▸CUSTOMER SATISFACTION (CSAT) FEEDBACK LOOPS: Redesigned the enterprise CSAT survey framework and built automated BI feedback loops, transforming customer sentiment data into actionable operational enhancements. ▸CUSTOMER-CENTRIC DATA STRATEGY: Spearheaded the corporate customer-centric data strategy, establishing multi-tier customer segmentation, end-to-end customer experience (CX) journey mapping, and predictive customer insight analytics.
▸PROFITABILITY TRACKING & REALIZATION: Managed, analyzed, and reported global progress for Kalmar's corporate Profit Improvement Program, directly tracking and realizing a €48M run-rate improvement in operating profit. ▸GLOBAL STAKEHOLDER GOVERNANCE: Authored and maintained a global program communication and governance plan, coordinating over 100 managers across international divisions, regions, and functions to ensure milestone delivery. ▸STRATEGY EXECUTION PLATFORM ADMINISTRATION: Configured, administered, and delivered user training for a cloud-based strategy execution and follow-up platform, ensuring seamless progress reporting across business units. ▸INVENTORY & FX ANALYTICS: Designed a Hyperion-based analytics model for Central Parts to monitor FX-adjusted sales trends and mitigate inventory obsolescence risks.